Sales Management Decision Strategy And Cases 5e

Description
This edition of thewidely adopted volume applies a management approach to an analysisof the sales executives job, the duties and responsibilitiesinvolved, and the planning and implementation of sales andmarketing programmes.
For Sale in Indiansubcontinent only

• To delineate the areas in which sales executives make decisions
• To analyze decision alternatives and criteria in these areas
• To provide cases as real-world illustrations of decision situations.

Part I: Personal Selling and Marketing Strategy

1. Sales Management and the Business Enterprise.
2. Sales Management, Personal Selling, and Salesmanship.
3. Setting Personal-Selling Objectives.
4. Determining Sales-Related Marketing Policies.
5. Formulating Personal-Selling Strategy.

Part II: Organizing the Sales Effort

6. The Effective Sales Excutive.
7. The Sales Organization.
8. Sales Departme...